While there are multiple reasons to study the production metrics of your sales force, one of my favorites is to conduct a Performer Analysis. The goal of a Sales Performer Analysis (or perhaps I should say, ‘my’ Sales Performer Analyses) is to decide who to study to determine best practices, as well as the differentiating […]
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I Was Born a Poor Training Child When I was new to the sales training field, I was fortunate to have some great mentors. They were business professionals, not training experts, and they helped instill in me a laser-focus on improving performance and proving value of my training and other performance initiatives. I’m grateful to […]
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This started in a LinkedIn group today, when I read a headline that screamed “Sales Training Doesn’t Work.” I responded there, but was compelled to migrate my thoughts here to share the issue more broadly. Lucky you. It’s Shock Value (Nothing to See Here, Folks. Move Along Now.) Of course, after a few taunting words, […]
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I responded to another blog’s call for coaching ideas today, and it dawned on me that it’d be a good post for the Neuron Nexus. I recognize that there are many variations of coaching and many professional and personal settings in which coaching can be applied, but because of my background, when I hear the […]
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It’s official – I’m a worry-wart, a heretic, and a Luddite. There, I said it. I feel like a heretic lately, even though I swear I’m not and don’t generally like Luddites. And I rarely worry too much… well, until lately. What’s got me going? Are you sitting down? What’s My Problem? Social learning, informal […]
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